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B2B Customer Value Awareness: 6 Ways to Elevate Value Propositions & Promote Value Selling

Picture a customer conversation.  There are 3 questions a potential customer will naturally ask: Why should I change? Why should I buy from you? Why should I pay more? How would you answer?  How do your sales reps answer? Value…

Quantifying and Selling Value for Services Q&A

For our July Webinar, Todd Snelgrove shared strategies that helped viewers rethink how to price, present, and negotiate based on your value of their Services. To conclude the webinar, he answered some questions from the audience. Here are his live…

Initiate and Scale Value Selling: Live Practitioner Roundtable Q&A

For our June Webinar, a panel of expert practitioners shared their secrets to initiating and scaling value selling within their organizations. To conclude the webinar, they answered some questions from the audience, read by our moderator Peyton Marshall. Here are…

Transcend Value Calculators: 6 Ways Value Propositions Change the Sales Process

Emergency Value Selling.  B2B value selling often gets started as firefighting.  At a critical moment late in a sales or renewal process, the alarm goes off.  An analytical person on the commercial team, perhaps a product manager or a presales…

Value Propositions to Drive Buyer Enablement: Effective Value Selling vs. Marketing Mush – 5 Key Ingredients

The internet has changed the fundamentals of B2B sales.  The tectonic plates have shifted between buyer and seller: Skilled sales teams are no longer necessary to provide product or solution information, except when online marketing content is inadequate. If answering product…

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